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Informationen zum Autor Robert A. Potter (San Anselmo, CA; www.rapotter.com) is a commercial real estate sales and strategy speaker, trainer, and consultant. His clients include some of the best-known real estate service firms including Colliers, Grubb & Ellis, PMI Group, Gensler, DPR Construction, Cushman & Wakefield, Wells Fargo and NAI. Klappentext PRAISE FOR SELLING REAL ESTATE SERVICES " Selling Real Estate Services shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more, have more fun, and build greater client loyalty. It's a playbook for success." -- Roger T. Staubach, Executive Chairman for the Americas, Jones Lang LaSalle, and founder of The Staubach Company > -- Robert A. Ortiz, Executive Managing Director - U.S. Operations, Cushman & Wakefield Inc. > -- Craig Robbins, Chief Knowledge Officer, Colliers International > -- Tom Donnelly, President and COO, ValleyCrest Landscape Development > --Dan Winey, Managing Principal, Gensler Zusammenfassung Praise for Selling Real Estate Services "Selling Real Estate Services shows you how to stop being a vendor and start being a partner. Bob Potter's Third-Level concept will help you win more! have more fun! and build greater client loyalty. It's a playbook for success. " Roger T. Inhaltsverzeichnis PART I: It's About Winning: Why You? Airbag versus Differentiator Chapter 1 Third-Level Selling Vendor Differentiation versus Client Differentiation Level 1: Vendors Pitch (Airbags) Level 2: Preferred Providers Position Their Offering Against the Competition's Third-Level Selling: Strategic Partners Differentiate on the Client Deliberate Practice: Are Great Sales People Born or Made? Deliberate Practice for Third-Level Selling Chapter 2 How (and Why) Clients Choose You How Clients Choose You Client Differentiators Vendor Differentiators Standard Life Investments Real Estate (SLIRE) Example Pick Your Battles Deliberate Practice: How (and Why) Clients Choose You Chapter 3 Navigating From Vendor (Level 1) to Preferred Provider (Level 2) Search Phase: Level 1 - Pitch to Get Invited! Screening Phase: Level 2 - Position versus Competition Position Difference, Preference, and Proof Harvesting Specific Testimonials Rank as Proof Experience Is Simply the Name We Give Our Mistakes. (Oscar Wilde) Best Outcome Congratulations! You Made the Short List of Preferred Providers Deliberate Practice: From Vendor to Preferred Provider PART II: Third Level: From Preferred Provider to Chosen Partner Client Eyes Deliberate Practice: Third-Level Client Profile Chapter 4 Accelerating Personal Relationships Find Common Ground to Accelerate Relationships The Relationship Game: Three to Five Questions to Uncover "Amazing Stories" Deliberate Practice for Accelerating Relationships Chapter 5 Accelerating Professional Relationships "We Research the Hell Out of Them" Raise the Flashlight What's Changed? The Ultimate Strategic Question Looking for CID Give-and-Take Questions Gaining Agreement to Explore Solutions Deliberate Practice to Accelerate Professional Relationships Chapter 6 Finding Project/Property Difference "Our Brokers Need to Know our Buildings Better Than We Do" "Because You Didn't Ask" Start the Project before the Mandate Deliberate Practice: Project/Property Differentiation Chapter 7 Finding and Aligning to Client Preferences Previous Experience Educating Client Concerns What Could Go Wrong? Client Visions ...
